My worst experience with a Prospect!

My worst ever experience with a prospect. Like everybody else, I too write about only my good experiences. But the truth is that the bad experiences teach us what they don’t teach at Harvard or IIM. But still we don’t talk about it. Though the bad experiences are more in number comparatively, I still write… Continue reading My worst experience with a Prospect!

How to become a consultant?

In my first job, I used to sell two or more competing products in any category [MS Office Vs Lotus Smartsuite, MS Exchange Vs Lotus Domino [notes], MS SQL Vs Oracle WG / Ent, Scala Vs Oracle Apps etc]. In such a scenario, I was more successful, when I probed deeper & then suggested a… Continue reading How to become a consultant?

How to connect with prospects on LinkedIn?

I send invites to prospects on LinkedIn to connect. Most of the time, I write a note. But I never try to sell. Do you know how will it be at the receiving end? Let’s say I received an invite from a person I don’t know. Just because I don’t know him/her, it doesn’t mean… Continue reading How to connect with prospects on LinkedIn?

Don’t feel shy to ask questions to your Prospects!

Prospecting is not researching about Prospects. It is nothing but validating if the Prospects are going to buy from you or not. Whether there is a product fit or not. It is about finding if it is worth spending that time with them. You can fight competition. But you cannot fight “no fit” or “no… Continue reading Don’t feel shy to ask questions to your Prospects!

Lead Generation Tips

Lead Generation and Prospecting are two very important activities for any Organization. These can make or break an Enterprise. In some Organizations, it is the Marketing team that does the lead generation and passes the Marketing Qualified Leads [MQL] over to the Sales team. And sales qualifies these leads before taking it further. And Sales… Continue reading Lead Generation Tips